We’ve talked about some rules to apply to your prospecting activities to make the process easier. One of the points we talked about was segmenting leads into different groups based on the inclination to buy, so that you could deal with those leads in the right way. Here, we will get into details about how to take control of interacting with leads.
WHY LEADS FALL OFF YOUR RADAR
There could be a number of reasons your sales leads do not end up buying:
- Misfit: Sometimes, the leads may just not be the right match. There could be time and budgetary constraints; or their needs may actually be different from what you have to offer. If your lead does not need your product, does not have the money to make the purchase, the luxury of time to have you execute a solution, then they are probably not inclined to buy- so there is little point chasing after them.
- Poor management: If your sales team is disorganized, this could spell trouble. In some companies, management does not have a clear idea of who controls leads, and the delegation process is mishandled. Leads may come in, no one knows who is taking care of them, or everyone thinks someone else is. It is likely that in the middle of all that confusion, leads will slip through the cracks.
- Follow-up errors: A common mistake which causes leads to stray is poor follow up. You need to keep your leads engaged, keep communicating with them so that you can both progress to the next stage. You have to keep track of what their needs are at each stage of the process. Sometimes, leads may not be ready to buy immediately, but if you nurture them and keep them alive, they will turn to you when they are ready to buy.
AUTOMATION FOR SUCCESS
Like we said- not all leads come in ready to buy. Which is why the lead nurturing process is so crucial. Nurturing takes the lead from being interested in your product or inclined to buy to a loyal customer. Automated campaigns can help you feed information to your leads over a period of time- either based purely on predetermined time intervals, past purchases, or based on their interaction with your brand via your website or other networks. By feeding relevant, useful information (anything from a promotional offer to educational content like tips and how-tos) at the right time, you help move your leads through the sales cycle.
Salesvue’s sales force automation software helps your team boost their productivity by controlling how leads are touched and when they are touched. Since Salesvue assists you in recoridng each and every interaction and conversation, you can identify patterns and recreate the steps that bring you success. When you know what tactics and methods work best with a particular kind of lead, using the same methodology helps you close the sale quicker. Our demo will show you how easy and effective Salesvue can be. If you would like to see productivity rise by 300%, give us a call!